BRX Pro Tip: Sales Tip – After You Get a Yes, Stop Talking
Stone Payton: [00:00:00] Welcome to Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you, Lee, here’s a little sales tip. When you get to a yes, stop talking.
Lee Kantor: [00:00:11] Yeah, it’s funny to watch. I think it happens a lot with younger salespeople that they, sometimes, get so entranced in their own storytelling that they’re missing buying signals from their prospect. And when the prospect says yes, stop talking, end the meeting, and I think it’s something you say is don’t spend more time buying it back.
Stone Payton: [00:00:35] Exactly. Once you sold it, don’t buy it back.
Lee Kantor: [00:00:39] And I think that that discipline is important. Remember, the reason you’re having this conversation is to sell something. And once you’ve done that, leave. Like, don’t keep talking, don’t keep kind of rehashing different benefits or why they’re really, really going to really enjoy working with you because the more you’re talking after they bought it, all you’re doing is bringing up the possibility that you’re going to stumble upon something that they don’t like, and they don’t want, and they might stop being interested in what you’re selling. So, the bottom line is when you get a yes, stop talking, end the meeting, and then start onboarding them as a client.
Stone Payton: [00:01:20] Amen. I mean, I’ve specifically recommend it and I try to practice this discipline myself. For me, don’t just stop talking, stand up, get out of there.
